How to lead like a modern CMO

April 29, 2020 1 min read

Sangram Vajre is the co-founder and chief evangelist of Terminus. Before Terminus, Vajre led the marketing team at Pardot through its acquisition by ExactTarget and then Salesforce. He’s also the author of Account-Based Marketing For Dummies, ABM is B2B and is the host of FlipMyFunnel podcast.

Sangram was featured on our Limitless Webinar series on Mar 04, 2020. It was an insightful session and here are the key takeaways from the webinar.

Key Takeaways

– Trends (going from lead to accounts)
– Role (own parts of customer success)
– Organization (running a team of specialist – act like a CEO)
– Metrics (Business outcomes and same metrics as sales)
– Stage based CMOs (Different type of CMO for a different stage of the company)
– What are the key attributes any CMO needs in their toolbelt
– What keeps CMOs up at night or what keeps you up at night being a CMO yourself?
– How and why to manage your team according to KPIs
– What are the Key ABM findings for CMOs to consider
– Should marketers own parts of customer success?
– Should a startup hire a specialist or generalist first?
– What do you mean when you say CMOs should act like CEOs? elaborate
– Is there a right type of CMO based on the stage of the company?
– You always say marketing does not demand gen, and it’s business outcomes (demand gen, pipeline velocity, expansion). Could you elaborate on that?
– When is the right time to create a category? How do you know it’s the right time and you have the scope?
– What budget does an SMB need to start ABM?
– Is ABM ideal for a startup with no sales team?
– What is your idea of positioning to begin with, in a saturated market?
– Minimum basic strategy and tech stack needed for omnichannel marketing for a B2B tech company with a limited budget?
– Where do you see the biggest skills gap in marketing today, and how do you overcome that challenge?
– How to become a CMO?
– Which medium works better in ABM? Sales Nav, Webinars, Seminars, etc?
– When is the right time to hire a CMO?

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Sanjana Murali is a Marketing Specialist at Hippo Video. She is an award-winning blogger, one of her articles on “Customer Success” was selected from worldwide participants and won her MVP 2019 award. She has learned the knack of ranking her blogs and website pages in the 1st result of Google Search from her 6+ years of writing and marketing experience. She is also the host of #Limitless webinar and podcast series at Hippo Video. She loves to talk about branding and marketing with videos. An eternal writer, words are her lifeline.